Sales Training in Career Preparation: An Examination of Sales Curricula in Sport Management Education

Shreffler, Megan B.; Schmidt, Samuel; Weiner, James

doi:10.1123/smej.2016-0030

Cited by 13 publications

(23 citation statements)

References 11 publications

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“…Dalam penggunaan SE disarankan agar guru menggunakan cabang olahraga yang familiar agar membuat lebih mudah untuk mengajarkan keterampilan dan pengetahuan untuk peran wasit, pencatat skor, statistik, dan lain-lain (Ginanjar, 2019), ini dapat disesuai dengan pengalaman guru dengan olahraga yang mereka pilih sehingga dapat membangun gaya manajemen yang terstruktur sesuai dengan pendapat Pagnano & Langley (2001) agar mengintegrasikan pengalaman olahraga siswa sebelumnya ke dalam struktur kehidupan yang berkembang dan kemudian membangun gaya manajemen yang konsisten dengan struktur tersebut. Disiplin manajemen olahraga dapat menggunakan metode pengajaran yang mencerminkan keterampilan yang digunakan dalam pekerjaan (Shreffler, Schmidt, & Weiner, 2018). Dalam proses SE lebih berorientasi kepada student center dimana siswa lebih berperan aktif didalam proses pembelajaran.…”

Section: Pembahasanunclassified

Sport Education Terhadap Sport Orientasi Siswa Menengah Kejuruan

Kurnia

Hidayat

2021

MJPES

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Tujuan penelitian ini untuk mengetahui perbedaan sport orientasi siswa Sekolah Menengah Kejuruan (SMK) yang menggunakan SE dan pembelajaran konvensional. Metode penelitian menggunakan eksperimen dengan posttest-only control group design. Sampel dalam penelitian siswa SMK sebanyak 48 siswa (40 laki-laki dan 8 perempuan) yang diambil menggunakan simple random sampling. Instrumen yang digunakan adalah Sport Orientation Questionnaire (SOQ) untuk siswa SMK sederajat dalam tiga subskala yaitu: daya saing, orientasi kemenangan, dan orientasi tujuan dengan pengumpulan data menggunakan kuesioner. Teknik analisis data menggunakan independent sample t-test. Hasil penelitian menyatakan terdapat perbedaan sport orientasi siswa SMK yang menggunakan SE dan pembelajaran konvensional. Peneliti menyarankan agar melakukan penelitian yang lebih lanjut berkaitan dengan motivasi siswa dalam mengikuti SE, kualitas akademik dalam penyusunan program penjas, dan termasuk kepada penyusunan instrumen SE agar dapat memenuhi kurikulum yang sedang berjalan agar penelitian-penelitian yang telah dihasilkan dapat berdiri dengan kokoh tidak dipengaruhi oleh kebijakan apapun.

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Section: Pembahasanunclassified

Sport Education Terhadap Sport Orientasi Siswa Menengah Kejuruan

Kurnia

Hidayat

2021

MJPES

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“…Additionally, authors have conducted content analyses of sales syllabi to understand the common themes, topics, and pedagogy in advanced sales courses and provide suggestions for faculty teaching this course (Loe & Inks, 2014). Other work published outside of sales explores how common sales education is within the sports management curriculum (Shreffler et al, 2018) and the prevalence of a sports sales course (Pierce, 2019).…”

Section: Assessmentmentioning

confidence: 99%

A Critical Review of the Literature for Sales Educators 2.0

Cummins

Nielson

Peltier

et al. 2020

Journal of Marketing Education

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In this article, we review the recent expansion within the sales education literature from five primary journals and the business literature at large. The five primary journals are the Journal of Marketing Education, Marketing Education Review, Journal for the Advancement of Marketing Education, Journal of Education for Business, and the Journal of Personal Selling & Sales Management. Of the 119 identified articles published in the past 15 years, experiential learning, career development, and assessment were the three most prominent topics. Of these, 69% were published after the Cummins et al. review article “A Critical Review of the Literature for Sales Educator,” which was published in Journal of Marketing Education as a means of expanding sales education research. Future research opportunities in sales education are offered with suggested hypotheses for investigation. A reference table of classroom innovations is provided as an easy guide to instructors seeking vetted pedagogical enhancements.

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“…In general, in the field of sales of products or services, the professionals in charge of business identification must cultivate certain skills that can be acquired with practice. From this perspective, it has been found that experiential learning is a powerful alternative to teach communication, leadership and sales skills (Costa et al, 2018;Sattler, 2018;Shreffler et al, 2018).…”

Section: Experiential Learning and The Recognition Of Business Opportunitiesmentioning

confidence: 99%

Sales training and ICT: a literature review

Torres

Laverde

Segovia

2020

ICT

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Purpose The purpose of this paper is to identify in the specialized literature published in the past 20 years about sales training, some elements or key factors that could be applied to the use of information and communication technologies (ICT) as a support for the learning of the detection of business opportunities. Design/methodology/approach This is a study of a documentary nature in which a method of systematic literature review was applied to 132 studies published in journals indexed in Scopus and Scielo on sales training processes. The analysis of the data combined a process of categorization and frequencies statistical analysis. Findings The results highlight the role of ICT and specifically the use of mobile devices to support the strengthening of training in sales in terms of relationship, opportunity and flexibility in communication with the client, the construction of positive emotional environments and experiential/situated training. Originality/value The originality of this study lies in the extraction and interpretation of key factors focused on addressing a guiding question about the relationships between the use of ICT and sales training.

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Sales Training in Career Preparation: An Examination of Sales Curricula in Sport Management Education

Cited by 13 publications

References 11 publications

Sport Education Terhadap Sport Orientasi Siswa Menengah Kejuruan

Sport Education Terhadap Sport Orientasi Siswa Menengah Kejuruan

A Critical Review of the Literature for Sales Educators 2.0

Sales training and ICT: a literature review

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